Something to Talk About (Issue 485)
In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes. Read more »
Weekly Sales Thoughts
Leading the Witness (Issue 484)
In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients. Read more »
Do Not Confuse Effort with Results (Issue 483)
In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Read more »
The Value of a Nice Ride (Issue 482)
In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell. Read more »
Turning Over New Leaves (Issue 481)
In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting. Read more »
Next Steps (Issue 480)
In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions. Read more »
Attract to Retain (Issue 479)
In which we are reminded that retaining customers is a process of continual attraction. Read more »
Take Nothing for Granted (Issue 478)
In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well. Read more »
Creaky Knees (Issue 477)
In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.” Read more »
Playing to Space (Issue 476)
In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients. Read more »
We Are Seriously Social.